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INTEGRATIVE POTENTIAL AND INFORMATION EXCHANGE AS ANTECEDENTS OF JOINT BENEFIT IN NEGOTIATION DYADS

Frank Tutzauer (State University of New York at Buffalo)

International Journal of Conflict Management

ISSN: 1044-4068

Article publication date: 1 February 1990

497

Abstract

This paper explores the relationship between integrative potential, information exchange, and behavioral and perceptual indicators of negotiation outcome. A measure of integrative potential is introduced that allows the researcher to quantify how much potential for integrativeness is contained in various bargaining scenarios. An experiment using a variant of Pruitt's (1981) bargaining scenario was conducted to investigate the usefulness of the measure. In particular, competitiveness interacted with information exchange to affect joint benefit. It is concluded that integrative potential can help develop useful theories of integrative bargaining.

Citation

Tutzauer, F. (1990), "INTEGRATIVE POTENTIAL AND INFORMATION EXCHANGE AS ANTECEDENTS OF JOINT BENEFIT IN NEGOTIATION DYADS", International Journal of Conflict Management, Vol. 1 No. 2, pp. 154-173. https://doi.org/10.1108/eb022678

Publisher

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MCB UP Ltd

Copyright © 1990, MCB UP Limited

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